A schema is
A. the invisible barrier that prevents minorities and women from being promoted to top corporate positions.
B. an abstract knowledge structure stored in memory, making possible the interpretation and organization of information about people, events, or situations.
C. a collection of simplistic and often inaccurate beliefs about the typical characteristics of particular groups of people.
D. a systematic tendency to use information about others in ways that result in biases.
E. a person's preconceived notions about the nature of men and women and their traits.
Answer: B
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Which of the ways below is not a way in which preference data might be obtained?
A) asking respondents to rank brands from the most preferred to the least preferred B) asking respondents to rate all possible pairs of brands in terms of similarity on a Likert scale C) asking respondents to make paired comparisons and indicate which brand in a pair they prefer D) asking respondents for preference ratings for the various brands
Which of the following is a major advantage of the market organization?
A) The company is organized around the needs of specific customer segments. B) The company exploits bleeding-edge technologies to keep ahead in the market. C) The company has a flat organizational structure. D) The company allows its salespeople to settle into a specific territory. E) The company caters to a single, small market segment.
According to the Action Selling training course, the key to sales success is:
A) telling customers about product benefits B) asking customers effective questions C) closing deals with customers D) providing adequate reasoning E) making many sales calls
When a manager uses the face-to-face channel to remind her team of a regular routine meeting, she is ignoring which message factor?
A. sensitivity B. negativity C. complexity D. persuasiveness